DiscoverOrg Sales

SEPTEMBER 26, 2017

Technology companies selling to HR departments haven’t had great sales and marketing intelligence options previously; so not only are we selling a new product into a new market, we are educating an entirely new group of buyers on how to build a pipeline by investing in true, refined sales and marketing intelligence, versus buying raw data and a crappy (..)

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

DiscoverOrg Sales

OCTOBER 24, 2017

From TechnologyAdvice : If businesses want to keep their pipelines moving (qualified leads in one end, business opportunities out the other), they need access to the right tools and the right information about their prospects and leads. It is now a must-have for any competitive business in the marketplace.

Account Based Marketing 145

Account Based Marketing Marketing Lead Rank Lead Scoring 145

DiscoverOrg Sales

NOVEMBER 6, 2017

The third rule is : you must create engagement with the right people at these accounts before anything good like pipeline and revenue happens. High-performing marketing teams focus on efficiently creating an impact on predictable pipeline and revenue. Below, I will describe some of the use cases for the model.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

DiscoverOrg Sales

JUNE 21, 2017

Our gracious host is determined to show two newcomers – from sales and marketing, respectively – how the DiscoverOrg platform powers a bigger pipeline , more appointments, and faster revenue growth. All main characters step into a large warehouse. The sales and a marketing professionals gaze around a room filled with … people.

Account Based Marketing 250

Account Based Marketing Ideal Customer Profile Video Lead Rank 250

DiscoverOrg Sales

OCTOBER 3, 2018

“There are times that we’ve hit our pipeline goal – but unless we hit our revenue goal too, I’m not happy. PRO TIP – What this means for salespeople: Use the terminology of sales prospecting -like building pipeline, meeting revenue goals – when prospecting to the CMO. I am always thinking about revenue.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

DiscoverOrg Sales

OCTOBER 10, 2018

Read it: What You Can Do TODAY to Build Sales Pipeline for This Quarter. PRO TIP : DON’T talk about your product yet. At this point, we’re just keeping it about their needs, and how you’re going to help them. Step 3: Introduce your company as a problem-solver. Introduce your world view.

Social Media 202

Social Media Exact Call-back Conversion 202

DiscoverOrg Sales

MARCH 27, 2017

This coupled with understanding ABE’s influence – rather than solely relying on closed-won opportunities as the metric of success – necessitates the analysis of attributed pipeline along the way vs an enter to exit ratio in typical KPI reporting. It is imperative to an understand pipeline metrics.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

MAY 27, 2016

Because of the standards, our pipeline and forecast (new sales, customer retention, upgrades, et al.) For one, it’s massively efficient, versus the status quo of many different versions of an opportunity review depending on the chosen style of a diverse teammates.

Coaching 220

Coaching Webinar Metrics Forecasting Retention 220

DiscoverOrg Sales

JANUARY 31, 2019

Sustainable long-term pipeline and revenue are not created by approximations, best guesses, or ignoring known inaccuracies. The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. ” In sales, accuracy is paramount. Deals are closed with accurate information.

Data 133

Data Hiring Vendor Face-to-face 133

DiscoverOrg Sales

JULY 25, 2016

We know that pipeline forecasts are inflated due to account executives listening for buying signals, but not hearing reasons why deals will not close. While we encourage our sales leaders to teach confidence, what are the downfalls of an over-confident sales rep?

Coaching 120

Coaching Sales Coaching Hiring Forecasting 120

DiscoverOrg Sales

MARCH 25, 2016

I now work for DiscoverOrg, the sales intelligence leader that enables marketing and sales professionals to drive pipeline growth by avoiding the time trap of prospecting and focusing their efforts on actually selling. And isn’t it just her luck that Excel is acting up at that very moment? Cue our service as the hero’s magic wand.

Decision Maker 120

Decision Maker Conference Motivation ACT 120

DiscoverOrg Sales

NOVEMBER 29, 2017

This comes in handy when trying to maintain a pipeline of marketing-qualified leads (MQL) all year long! Sales intelligence is critical for lead generation. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

DiscoverOrg Sales

AUGUST 10, 2016

And it’s not contributing to pipeline. These statements are meant to teach and excite. Here’s a great example, “According to Gartner, two-thirds of your reps days are spent doing research and data entry. So less than a third of their time is actually creating revenue. How does that make you feel?”

Cold Calling 120

Cold Calling Objections Social Media Social Selling 120

DiscoverOrg Sales

NOVEMBER 14, 2018

Increased closed-won deals – those entering the pipeline are more likely to have the budget, interest, and talent needed for your product to have value. Shorten sales cycles by reducing time in the awareness stage of the buyer’s journey. Highly qualified prospects may already be using your competitor or looking for services like yours.

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

DiscoverOrg Sales

FEBRUARY 9, 2018

A large, robust pipeline of leads is necessary to keep your business growing. Signed, Data Deficient. Dear Data Deficient, It’s true, size does matter when it comes to sales and marketing intelligence (although more isn’t always better !). The good news? It’s never too late to grow your database !

Data 181

Data Sales Qualified Lead Study ROI 181

DiscoverOrg Sales

AUGUST 31, 2017

We’ve been working with companies like {Competitor 1} and {Competitor 2} to drive pipeline growth and help make sure the team is in front of decision makers. Here’s another example, based on the same TOPO research, from our Director of Sales Development Jake Shaffren: Hey Gabe – this is Jake with DiscoverOrg.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

DiscoverOrg Sales

APRIL 15, 2016

Over the next few months, we will be introducing more integrations with popular sales and marketing tools, new datasets, expanded global coverage, additional training, and even more functionality to help sales reps and marketers raise the bar on their ability to grow pipeline and revenue. Cheers to Q2!

Ideal Customer Profile 120

Ideal Customer Profile Engineering SalesForce ACT 120

DiscoverOrg Sales

SEPTEMBER 4, 2018

” “It is difficult for most salespeople to even entertain walking away unless they have a fat pipeline and are consistently killing it. And if they are a CEO or the decision maker, they have the power to make it happen.”

Closing 286

Closing B2B Decision Maker Discount 286

DiscoverOrg Sales

JANUARY 29, 2019

Even with a limited scope, that’s basically all you need to build pipeline as a startup.”. “The Ideal Customer Profile (ICP) is especially valuable for startups,” adds Chang. “A A startup can form an ICP, identify accounts, and launch an ABM campaign. How to use the tech stack to score fit by sophistication.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

JULY 19, 2017

Better segmentation and targeting, higher quality leads, stronger conversion rates, and faster pipeline growth. With our enhanced Marketo Connector, marketers can effortlessly update their Marketo records with the most accurate data in the market – right out of the box. The result? Problem #4: Lack of unified data management.

Marketo 174

Marketo Data Tools Lead Rank 174

DiscoverOrg Sales

FEBRUARY 12, 2019

I quickly became certified and built one of the largest pipelines ever in my career – 30% more qualified deals at the enterprise level! And with the help of the certification, I learned how to leverage it quickly. Tom : You have no idea how thrilled that makes me.

Ideal Customer Profile 29

Ideal Customer Profile Customer Account Based Marketing Enterprise 29

DiscoverOrg Sales

JANUARY 3, 2018

Attendees were tested on their knowledge on Account Based Marketing, Storytelling, the Socratic Method (selling through listening), DiscoverOrg Operations, Value Selling and the Connection to ROI, Pipeline Management, Selling to Marketers, and the Buyer’s Journey. “We

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

DiscoverOrg Sales

SEPTEMBER 5, 2018

What if this one falls out of my pipeline? As a salesperson, you’re always under pressure to hit your number and achieve your quota to help the team and to help your own paycheck. We have this knee-jerk tendency to think, What if I don’t get this sale?

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

DiscoverOrg Sales

SEPTEMBER 5, 2018

What if this one falls out of my pipeline? As a salesperson, you’re always under pressure to hit your number and achieve your quota to help the team and to help your own paycheck. Thus, we harp on, What if I don’t get this sale? Don’t think of it as “What if I, as a seller, don’t get this deal?

Video 120

Video Marketing Qualified Lead Lead Rank Top of Funnel 120

DiscoverOrg Sales

SEPTEMBER 4, 2018

” “It is difficult for most salespeople to even entertain walking away unless they have a fat pipeline and are consistently killing it. And if they are a CEO or the decision maker, they have the power to make it happen.”

Closing 120

Closing B2B Decision Maker Scale 120

DiscoverOrg Sales

JUNE 6, 2017

Companies like Rocket Fuel, Turn, and Sprout Social are leveraging DiscoverOrg’s incredibly accurate data to connect with more stakeholders in their target accounts, fill pipeline with high-quality opportunities and rapidly increase revenue.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

DiscoverOrg Sales

JANUARY 29, 2018

Build your pipeline with Legal & Compliance data Request a demo. Conducting audits to ensure compliance and address potential issues proactively. Training staff involved in data processing. What difference can good data make? The post A Primer on GDPR and Marketing Data Protection Best Practices appeared first on DiscoverOrg.

Data 215

Data Marketing Ideal Customer Profile B2B 215

DiscoverOrg Sales

FEBRUARY 19, 2019

As good sales and marketing teams become more aligned, marketing leaders are increasingly responsible for pipeline, conversion rates, and revenue. If your new company isn’t yet asking these kinds questions, take initiative and start reporting marketing-sourced pipeline, conversion, and revenue numbers anyway.

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

DiscoverOrg Sales

NOVEMBER 6, 2018

A candid interview with Jill Konrath and David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft). Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a growing piece of the budget pie – but how do you break in?

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

OCTOBER 17, 2017

Today, there are so many choices and tools that promise to accelerate growth and build your pipeline, it can be overwhelming. And without that, the effectiveness of our email campaigns will be bottlenecked, and so will our sales pipelines.”. The pipeline-building experiment. Which is better?

Case Study 145

Case Study Study Data Outbound 145

DiscoverOrg Sales

MARCH 7, 2016

Very recently, a number of organizations have built highly effective software products that support the top-of-the-funnel, revenue driving functions in accomplishing their goal: convert their ideal customer profile into qualified opportunities and pipeline. There hasn’t, as yet, been a single place to access the best of them.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Conference Sales Qualified Lead 120

DiscoverOrg Sales

MAY 30, 2018

If you’re at a small company or startup, you were probably impressed and inspired by the highly sophisticated and advanced techniques that your peers at large companies with big teams are using to build lead pipeline. You have all the info you need to start building your pipeline strategy. That’s perfect!

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

DiscoverOrg Sales

MAY 7, 2019

This comes in handy when trying to maintain a pipeline of leads all year long! Sales intelligence is critical for a consistent pipeline of leads. Turn events into a lead-gen opportunity. A business cannot solely rely on inbound leads to grow and thrive.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

DiscoverOrg Sales

FEBRUARY 5, 2016

It led to double-digit improvements in email performance, call follow-ups, and pipeline growth. Once reps have a list of accounts, they’re better equipped to formulate an effective message using relevant examples, case studies, and collateral that address a particular account’s needs and pain points. As seen in the Cloudera study, ABS works.

Account 120

Account Case Study Study Collateral 120

DiscoverOrg Sales

APRIL 23, 2019

If you want to get the most ROI out of your trade show investment – and build your pipeline in a hurry while you’re at it – you’ve come to the right place! Take advantage of the lead-generation skills of your marketing department, plan clear lead goals in advance – and watch your pipeline grow!

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

DiscoverOrg Sales

MAY 29, 2019

With a younger company, I often talk about building pipeline. Who are your competitors in the target customer’s industry? The company website gives me a sense of their level of sophistication,” says Veschio. If the company is older and more sophisticated, I talk about how we can help upsells and cross-sells, or expansion and new verticals.”.

Software 198

Software Software Decision Maker Lead Rank 198

DiscoverOrg Sales

MAY 30, 2017

million and pipeline created and overall, they boosted revenue by 5% by implementing an effective account-based marketing strategy with DiscoverOrg’s data. As a result, they saw an increase of $2.7 million in revenue. They generated 12,000 leads, which led to an additional $2.9

Lead Rank 163

Lead Rank Lead Scoring Video Case Study 163